談判實(shí)訓(xùn)任務(wù)書

1、實(shí)訓(xùn)項(xiàng)目一：角色扮演-establishing relationship and cooperation實(shí)訓(xùn)時(shí)刻：周一上午、下午（要求6學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)步驟及要求：1.播放視頻該視頻為深圳職業(yè)技術(shù)學(xué)院的學(xué)生實(shí)訓(xùn)模擬，教師簡(jiǎn)單講明視頻內(nèi)容，讓學(xué)生明白談判模擬實(shí)訓(xùn)應(yīng)該如何樣進(jìn)行。（1學(xué)時(shí)）2. 練習(xí)環(huán)節(jié)學(xué)生熟悉下面對(duì)話，4人一組演練那個(gè)對(duì)話，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 四人一組先將對(duì)話翻譯過來，然后教師給出參考答案，學(xué)生在自己的答案上做適當(dāng)修改即可。教師要求學(xué)生脫稿訓(xùn)練。（2-3學(xué)時(shí)）3. 表演環(huán)

2、節(jié)教師依照學(xué)生團(tuán)隊(duì)合作，發(fā)音，動(dòng)作，表情等，按A.B.C.D 四個(gè)等級(jí)給出評(píng)分，并做適當(dāng)點(diǎn)評(píng)。教師可自由把握時(shí)刻，建議是2-3學(xué)時(shí)熟悉演練對(duì)話，2-3學(xué)時(shí)演練。教師要求學(xué)生脫稿表演。（2學(xué)時(shí)）4.任務(wù)實(shí)訓(xùn)法實(shí)行分組練習(xí)，教師可按照時(shí)刻安排，分兩次完成實(shí)訓(xùn)任務(wù)。如：0801班，共48人，3人一組，共分為16組。教師可安排8組在上午完成，8組在下午完成。5. 學(xué)生將自己講話的內(nèi)容寫在作業(yè)本上。Scene: At a trade fair, Mr. Brown seems interested a lot in those products that he has carefully and rep

3、eatedly enquired about. To see if therell be possibilities of establishing relationship and further cooperation, he moves on to enquire about the financial status, and Miss Zhang gives answers and also expresses her sincere hope of cooperation. Mr. Brown: Some of them seem to be of the latest style.

4、 Now Ive a feeling that we can do a lot of trade in this line. We wish to establish relations with you. Interpreter: ? Miss Zhang: 我們雙方的愿望是一致的。 Interpreter: ?Mr. Brown: Concerning our financial position, credit standing and trade reputation, you may refer to Bank of Hong Kong, or to our local Chambe

5、r of Commerce or inquiry agencies. Interpreter:? Miss Zhang: 感謝你所提供的情況。我們公司是國營公司，我們一向是在平等互利的基礎(chǔ)上進(jìn)行外貿(mào)交易，我們之間建立業(yè)務(wù)關(guān)系將對(duì)雙方有利。我相信業(yè)務(wù)關(guān)系的建立也將使我們之間的關(guān)系更為緊密。Interpreter:?Mr. Brown: That sounds interesting. Ill send a fax home. As soon as I receive a definite answer, Ill make a specific inquiry. Interpreter:?Miss

6、 Zhang: 到時(shí)我們一定盡快報(bào)價(jià)。我希望我們之間能做成專門多生意。Interpreter:?Mr. Brown: So do I. Interpreter:?實(shí)訓(xùn)項(xiàng)目二：角色扮演-offer實(shí)訓(xùn)時(shí)刻：周二上午、下午（要求6學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)步驟及要求：1. 練習(xí)環(huán)節(jié)學(xué)生熟悉下面對(duì)話，3人一組演練那個(gè)對(duì)話，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 三人一組先講對(duì)話翻譯過來，然后教師給出參考答案，學(xué)生在自己的答案上做適當(dāng)修改即可。教師要求學(xué)生脫稿訓(xùn)練。（2-3學(xué)時(shí)）2. 表演環(huán)節(jié)教師依照學(xué)生團(tuán)隊(duì)合作，發(fā)音，動(dòng)

7、作，表情等，按A.B.C.D 四個(gè)等級(jí)給出評(píng)分，并做適當(dāng)點(diǎn)評(píng)。教師可自由把握時(shí)刻，建議是2-3學(xué)時(shí)熟悉演練對(duì)話，2-3學(xué)時(shí)演練。教師要求學(xué)生脫稿表演。（2學(xué)時(shí)）3.任務(wù)實(shí)訓(xùn)法實(shí)行分組練習(xí)，教師可按照時(shí)刻安排，分兩次完成實(shí)訓(xùn)任務(wù)。如：0801班，共48人，3人一組，共分為16組。教師可安排8組在上午完成，8組在下午完成。4. 學(xué)生將自己講話的內(nèi)容寫在作業(yè)本上。Scene: Mr. Wang, the seller and Mr. John have had a nice cooperation for many years. Not long ago, they arrived at anoth

8、er agreement, with most of the details remaining unchanged, excepting the price, which keeps changing in the international market. In order to come to cooperative terms, the buyer has invited the seller to Hang Kang for a more intimate talk. Now lets have a careful look at what happens in the negoti

9、ation.王: 約翰先生, 能在香港與您面談我確實(shí)感到特不快樂。約翰：Ive been looking forward to an opportunity to continue cooperating with you王: 特不抱歉，我們沒能給你方及時(shí)報(bào)盤。約翰：Thats all right. I know what it has been with you. Any improvement? 王: 你講的是供貨情況?約翰：Yes.王: 專門走運(yùn)，供貨情況有所好轉(zhuǎn)。關(guān)于你們所需要的數(shù)量我們一定給與滿足。約翰：As for the quantity, we can talk it over

10、 some other time. Shall we decide on the price first?王: 在我方報(bào)盤時(shí)，已講明價(jià)格了。約翰：Well! Your price was too much on the high side for anyone to accept. Thats why weve invited you to Hang Kong for a face-to-face discussion王: 也許你們對(duì)市場(chǎng)情況及現(xiàn)價(jià)是了解的。目前由于成本及運(yùn)費(fèi)都漲了，我們不得不調(diào)整價(jià)格。約翰：I am afraid I just cant agree with you. You

11、 know The Canadians price is lower than yours.王: 只是，談價(jià)格總不能不考慮產(chǎn)品質(zhì)量吧。約翰：It goes without saying that your quality is excellent, but it doesnt justify such a high price.王: 好吧，既然如此，那么你們的價(jià)格意見如何？約翰：Frankly, your price is 15% higher than that in American market. If you can see your way to get it down to tha

12、t level, we may consider a possibility to accept.王： 實(shí)在令人吃驚，這已是歷史數(shù)字了，現(xiàn)在情況不同了。約翰：If you dont believe, you may have a look at this quotation sheet王： 我的天哪！約翰先生，我看如此吧，降價(jià)10%，如何樣？約翰：In view of our friendly partnership, Ill accept it.王： 專門快樂我們終于把價(jià)格定下來了。約翰：Lets leave other details for this afternoon, shall w

13、e?王： 好。實(shí)訓(xùn)項(xiàng)目三：角色扮演-on price實(shí)訓(xùn)時(shí)刻：周三上午和周四上午（要求6學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)步驟及要求：1. 練習(xí)環(huán)節(jié)學(xué)生熟悉下面對(duì)話，3人一組演練那個(gè)對(duì)話，一人扮演Mr. Wang，一人扮演Mr. John，一人扮演interpreter. 三人一組先講對(duì)話翻譯過來，然后教師給出參考答案，學(xué)生在自己的答案上做適當(dāng)修改即可。教師要求學(xué)生脫稿訓(xùn)練。（2-3學(xué)時(shí)）2. 表演環(huán)節(jié)教師依照學(xué)生團(tuán)隊(duì)合作，發(fā)音，動(dòng)作，表情等，按A.B.C.D 四個(gè)等級(jí)給出評(píng)分，并做適當(dāng)點(diǎn)評(píng)。教師可自由把握時(shí)刻，建議是2-3學(xué)時(shí)熟悉演練對(duì)話，2-3學(xué)時(shí)演練。教師要求學(xué)

14、生脫稿表演。（2學(xué)時(shí)）3.任務(wù)實(shí)訓(xùn)法實(shí)行分組練習(xí)，教師可按照時(shí)刻安排，分兩次完成實(shí)訓(xùn)任務(wù)。如：0801班，共48人，3人一組，共分為16組。教師可安排8組在上午完成，8組在下午完成。4. 學(xué)生將自己講話的內(nèi)容寫在作業(yè)本上。Scene: Mr. Wang, the seller and Mr. John have had a nice cooperation for many years. Not long ago, they arrived at another agreement, with most of the details remaining unchanged, excepting

15、 the price, which keeps changing in the international market. In order to come to cooperative terms, the buyer has invited the seller to Hang Kang for a more intimate talk. Now lets have a careful look at what happens in the negotiation.王: 約翰先生, 能在香港與您面談我確實(shí)感到特不快樂。約翰：Ive been looking forward to an op

16、portunity to continue cooperating with you.王: 特不抱歉，我們沒能給你方及時(shí)報(bào)盤。約翰： Thats all right. I know what it has been with you. Any improvement? 王: 你講的是供貨情況?約翰：Yes.王: 專門走運(yùn)，供貨情況有所好轉(zhuǎn)。關(guān)于你們所需要的數(shù)量我們一定給與滿足。約翰：As for the quantity, we can talk it over some other time. Shall we decide on the price first?王: 在我方報(bào)盤時(shí)，已講明價(jià)

17、格了。約翰：Well! Your price was too much on the high side for anyone to accept. Thats why weve invited you to Hang Kong for a face-to-face discussion王: 也許你們對(duì)市場(chǎng)情況及現(xiàn)價(jià)是了解的。目前由于成本及運(yùn)費(fèi)都漲了，我們不得不調(diào)整價(jià)格。約翰：I am afraid I just cant agree with you. You know The Canadians price is lower than yours.王: 只是，談價(jià)格總不能不考慮產(chǎn)品質(zhì)量吧。

18、約翰：It goes without saying that your quality is excellent, but it doesnt justify such a high price.王: 好吧，既然如此，那么你們的價(jià)格意見如何？約翰：Frankly, your price is 15% higher than that in American market. If you can see your way to get it down to that level, we may consider a possibility to accept.王： 實(shí)在令人吃驚，這已是歷史數(shù)字了

19、，現(xiàn)在情況不同了。約翰：If you dont believe, you may have a look at this quotation sheet王： 我的天哪！約翰先生，我看如此吧，降價(jià)10%，如何樣？約翰：In view of our friendly partnership, Ill accept it.王： 專門快樂我們終于把價(jià)格定下來了。約翰：Lets leave other details for this afternoon, shall we?王： 好。實(shí)訓(xùn)項(xiàng)目四：視頻播放，學(xué)習(xí)商務(wù)禮儀實(shí)訓(xùn)時(shí)刻：周三下午（要求2學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)

20、要求：教師播放視頻給學(xué)生，要求學(xué)生做筆記。教師依照學(xué)生筆記情況，給出A.B.C.D評(píng)分。實(shí)訓(xùn)項(xiàng)目五：編造對(duì)話實(shí)訓(xùn)時(shí)刻：周五上午（要求4學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室或一般教室實(shí)訓(xùn)要求：1學(xué)生就所學(xué)談判語句表達(dá)，4人一組自己編造商務(wù)談判對(duì)話（3分鐘的對(duì)話），可自己添加信息或句型。然后熟悉自己的談判對(duì)話。（4學(xué)時(shí)）2學(xué)生將整個(gè)對(duì)話內(nèi)容寫在作業(yè)本上。實(shí)訓(xùn)項(xiàng)目六：對(duì)話模擬-會(huì)議室實(shí)訓(xùn)時(shí)刻：周一上午（要求4學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：會(huì)議室實(shí)訓(xùn)要求：學(xué)生就自己編造的對(duì)話在會(huì)議室進(jìn)行模擬，教師依照學(xué)生團(tuán)隊(duì)合作，發(fā)音，動(dòng)作，表情等，按A.B.C.D 四個(gè)等級(jí)給

21、出評(píng)分，并做適當(dāng)點(diǎn)評(píng)。教師可自由把握時(shí)刻，建議是2-3學(xué)時(shí)熟悉演練對(duì)話，2-3學(xué)時(shí)演練。教師要求學(xué)生脫稿表演。實(shí)訓(xùn)項(xiàng)目七：視頻播放，學(xué)習(xí)商務(wù)禮儀（周一下午-2學(xué)時(shí)）實(shí)訓(xùn)時(shí)刻：周一下午（要求2學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)要求：教師播放視頻給學(xué)生，要求學(xué)生做筆記。教師依照學(xué)生筆記情況，給出A.B.C.D評(píng)分。實(shí)訓(xùn)項(xiàng)目八：角色扮演- Guangzhou Trade Fair實(shí)訓(xùn)時(shí)刻：周二上午，下午，周三上午（要求6學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)步驟及要求：1. 練習(xí)環(huán)節(jié)學(xué)生熟悉下面對(duì)話，3人一組演練那個(gè)對(duì)話，一人扮演Mr. Wang，一人

22、扮演Mr. John，一人扮演interpreter. 三人一組先講對(duì)話翻譯過來，然后教師給出參考答案，學(xué)生在自己的答案上做適當(dāng)修改即可。教師要求學(xué)生脫稿訓(xùn)練。（2-3學(xué)時(shí)）2. 表演環(huán)節(jié)教師依照學(xué)生團(tuán)隊(duì)合作，發(fā)音，動(dòng)作，表情等，按A.B.C.D 四個(gè)等級(jí)給出評(píng)分，并做適當(dāng)點(diǎn)評(píng)。教師可自由把握時(shí)刻，建議是2-3學(xué)時(shí)熟悉演練對(duì)話，2-3學(xué)時(shí)演練。教師要求學(xué)生脫稿表演。（2學(xué)時(shí)）3.任務(wù)實(shí)訓(xùn)法實(shí)行分組練習(xí)，教師可按照時(shí)刻安排，分兩次完成實(shí)訓(xùn)任務(wù)。如：0801班，共48人，3人一組，共分為16組。教師可安排8組在上午完成，8組在下午完成。4. 學(xué)生將自己講話的內(nèi)容寫在作業(yè)本上。Scene: Lind

23、a is a sales manager of Brightness Garment Manufacturer in Germany. She is intending to open up market in China. She gets the information that Ningbo International Fashion Festival is one of most important fashion festivals in China. So she makes a phone call to inquire some specific information.Lin

24、da: This is Brightness garment manufacturer from Germany. Can I speak to the Organizer of Ningbo International Fashion Festival?Interpreter: 我是德國的光明制衣廠，我找寧波國際時(shí)裝節(jié)的主辦者。Mr. Wang: 是的，我是王勇，時(shí)裝節(jié)銷售部經(jīng)理，需要我為您做什么？Interpreter: Yes, This is Wang Yong, the manager of sales department for the festival. Can I help

25、you?Linda: Hello, nice to hear you Mr. Wang. My name is Linda, sales manager of Brightness Garment Manufacturer in Germany. We are interested in attending the 11th International Fashion Festival to be held in 2007. Can you make a brief introduction about it? Interpreter: 你好。專門快樂與你談話。我是德國光明制衣廠的銷售經(jīng)理Li

26、nda，我們有興趣參加第11屆寧波國際時(shí)裝節(jié)，你能做一簡(jiǎn)單介紹么？Mr. Wang: 感謝您來電話。Linda， 第11屆寧波國際時(shí)裝節(jié)是大規(guī)模的商業(yè)和文化活動(dòng)，由寧波市政府主辦。它是中國最大的時(shí)裝節(jié)之一。 Interpreter: Thanks for your calling, Linda. Fashion Ningbo (Ningbo International Fashion Festival) is a large-scaled commercial and cultural event sponsored by Ningbo Municipals Government. It is

27、 one of the largest fashion festivals in China. Linda: How long has the Fashion been for?Interpreter: 那個(gè)活動(dòng)差不多舉辦多久了？Mr. Wang: 寧波國際時(shí)裝節(jié)差不多連續(xù)成功舉辦了10年，并被國際時(shí)裝和活動(dòng)協(xié)會(huì)授予國內(nèi)最有國際阻礙力的時(shí)裝節(jié)和活動(dòng)。Interpreter: NIFF has been successful for 10 years consecutively and awarded by the IFEA(International Festivals & Events As

28、sociation) as the most internationally influential festival and event in China.Linda: Thats great. I heard it before. But I have not recognized its importance until this moment. We are much interested in participating in 2007 Fashion Ningbo. What is the exact date?Interpreter: 專門棒！我往常聽講過。然而現(xiàn)在才意識(shí)到它的重

29、要性。我們專門有興趣參加2007年寧波國際時(shí)裝節(jié)，確切的時(shí)期是幾號(hào)？Mr. Wang: 將在2007年10月22日到10月25日，在寧波進(jìn)行。Interpreter: The 11th NIFF will be held from October 22nd to October 25th, 2007 in the city of Ningbo.Linda: How can I reserve a booth?Interpreter: 我如何預(yù)訂攤位？Mr. Wang: 我們參展手續(xù)是先詢問洽談，選擇攤位，再簽署合同，付款，最后收到主辦方的正式通知和參加展會(huì)。Interpreter: Our e

30、xhibition procedure is to enquire information first, then to select booth, to sign agreement, to make payment, to get an formal notice from the organizer and to take part in the Fashion finally.Linda: What is about the price?Interpreter: 參展費(fèi)為多少？Mr. Wang: 展費(fèi)依照不同的展廳，不同的展位，收取標(biāo)準(zhǔn)不一。平均標(biāo)準(zhǔn)的攤位費(fèi)為每9（3m 3m）1800

31、美元。Interpreter: The price is different from different exhibition hall to different location. The average standard booth is USD1800 for 3m by 3m space.Linda: Can you make us a favorable offer the soonest possible? Interpreter: 能夠盡快向我們。Mr. Wang: 因此，請(qǐng)告知您的傳真號(hào)和其他聯(lián)系方式。Interpreter: Sure, may I have your fa

32、x number or any other contact method?Linda: Our fax number is (0831) 2523 304. You can also email me. My email address is HYPERLINK mailto:bgm bgm.Interpreter: 傳真是0831- 2523 304。你也能夠email我，email地址是 HYPERLINK mailto:bgm bgm.）Mr. Wang: 好的，我盡快傳真給你。順便問一下，你們要展出什么產(chǎn)品？Interpreter: All right. I will fax you

33、as soon as possible. By the way, what kinds of products are you going to display during the exhibition?Linda: Our manufacturer produces different kinds of clothes, such as suit, business clothes, causal wear, Jeans, children clothes and sports wears etc. Interpreter: 我們生產(chǎn)各式衣服，例如套裝，西服。休閑服，牛仔服，童裝以及運(yùn)動(dòng)服

34、。）Mr. Wang: 你們公司以什么著稱？Interpreter: Which type is your company famous for?Linda: They all sell fast in the world market. Especially the suit and business clothes are very popular in Japan and Korea. So Im thinking to book booth space 9m by 9m.Interpreter: 我們的產(chǎn)品在國際市場(chǎng)上都賣的專門好，尤其是套轉(zhuǎn)和西服，在日本和韓國特不暢銷。我考慮租用81

35、（9m9m）平方的攤位。Mr. Wang: 好的，歡迎加入?yún)⒓拥?1屆寧波國際時(shí)裝節(jié)。Interpreter: All right. Welcome to join in the 11th Fashion Ningbo.Linda: I will make confirmation for booking by fax when my plan is approved.Interpreter: 我們參展打算通過后，我會(huì)傳真來確認(rèn)攤位預(yù)訂信息。Mr. Wang: 感謝，期待您的確認(rèn)。Interpreter: Thanks. I look forward to your confirmation.

36、實(shí)訓(xùn)項(xiàng)目九：視頻播放，學(xué)習(xí)商務(wù)禮儀實(shí)訓(xùn)時(shí)刻：周三下午（要求2學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)要求：教師播放視頻給學(xué)生，要求學(xué)生做筆記。教師依照學(xué)生筆記情況，給出A.B.C.D評(píng)分。實(shí)訓(xùn)項(xiàng)目十 ：claims & arbitration 實(shí)訓(xùn)時(shí)刻：周四上午（要求2學(xué)時(shí)，教師可依照自己的實(shí)訓(xùn)時(shí)刻靈活安排）實(shí)訓(xùn)地點(diǎn)：語音室實(shí)訓(xùn)要求：此環(huán)節(jié)，教師可依照自己的時(shí)刻靈活把握。假如時(shí)刻充足，可要求學(xué)生進(jìn)行脫稿訓(xùn)練，假如時(shí)刻不足，作為一般作業(yè)，要求學(xué)生寫在作業(yè)本上即可。I. Act as an interpreter between the two:A: Mr. Chen, I have something very unpleasant to talk over with you.B: